IT's his ball game. In fact, he is one of the key players in the ever growing IT business in India. In fact, the hardware giant Dell banks on him in each of its expansion plan in the Indian market. KS Viswanathan did his masters in economics (systems analysis and optimisation techniques) from BITS, Pilani and the got his MBA from Madras University. An old hand in the IT business, Viswanathan spent 13 of his working years in Wipro.

His expertise lay in the areas of marketing, specially in providing IT solutions to corporate and the software development sector. At Wipro, he was the head of the Business Solutions Division and was later appointed CEO of Wipro Enterprise Products Division. Marketing, that's what Viswanathan strongly believes, will make Dell consolidate its already strong business in India. After taking over the reins in Dell Computers India, he said, "The goal of Dell India is to be among the top brands in the commercial space and be the leading Internet infrastructure products supplier in the country.

Two key elements of our strategy would be to focus on increased customer experience and build our brand. And in this regard we have been ramping our focus on partnering software solutions providers to address the insurance, finance and banking, and ISP segments in the country." Today, Viswanathan's prime agenda is to expand the company's brand in India.

And to that end, he has one simple formula to work on-"We continuously look for ways to ensure that our customers get the best in class service at every contact point they have with Dell." Dell, with 3.5 per cent market share in India in 2004, trailed Hewlett-Packard, which has 13 per cent and IBM, which had 7.1 per cent. Viswanathan's vision is to increase Dell's market share to 10 per cent. And for that he is targeting small and medium business segment in India. "SME market is the largest and fastest growing segment in India, and the launch of the products will help us gain leadership position in the domestic market," he once said. With Viswanathan at the helm, Dell has its operations in India in safe hands.